Director, Customer Account Manager

Found in: Jooble UK C2 - 3 weeks ago

London, United Kingdom Concept Full time

Central Government Account Director
This role is predominantly a field based, customer facing sales role, responsible for deep relationship development to deliver margin growth within a number of strategic accounts, as well as adding net new customers.
There is also a career opportunity to grow a team once you have developed your portfolio of accounts and should you wish to direct yourself down this path.
Sales
* Identify & proactively maximise opportunities for sales growth.
* Deliver sales to achieve targets.
* Develop and maintain strong relationships with all key decision makers within allocated and target accounts.
* Work with and through the relevant specialist sales resources to develop new and existing lines of business.
* Own, manage and control the preparation of bids, tenders and RFIs / RFQs, and use allocated resources to ensure that high quality bids are submitted in a timely fashion.
* Allocate relevant focus and time to each customer and opportunity to deliver against the sales target.
* Achieve a minimum of 4-6 face-to-face customer meetings per week and ensure meetings have a formal agenda / objective and that meeting notes and actions are recorded.
* Identify and creatively resolve barriers to sales in individual opportunities.
* Ensure all actions from customer communication and meetings are distributed to the relevant personnel and are responsible for the outputs in a timely and efficient manner.
* Lead partner engagement with key and strategic partners.
* Create and maintain 5 account plans for quarterly presentation to Sales Director and Sales Manager.
* Increase customer engagement through spend frequency.
Planning and Forecasting
* Take a lead role in the planning and development of the Account sales strategies.
* Build a short, medium and long term sales pipeline of opportunities to the level required by the business - currently three times the annual sales target.
* Forecast sales pipeline weekly.
* Develop and action working account plans using the company templates, and review monthly with your line manager.
* Manage your time effectively to ensure that no customer is disadvantaged.
* Attend vendor training and personnel training courses as requested by Management.
Person Specification:
* Knowledge of value-based sales processes and how they are applied in practice.
* A good understanding of the Central Government market influences and trends, and the competitive landscape.
* Expertise to enable the provision of consultative services, and knowledge transfer to the targeted customer base.
* An understanding of the dependencies of IT on public sector efficiency, and how this converts into customer value.
* An in-depth knowledge of how organisational structures and decision-making processes affect purchasing decisions.
* An understanding of return on investment methodologies from a customer and personal sales target perspective.
* A broad understanding of the company's goals, and the Sales strategy in particular.
Skills
* Review customers, plan development and deliver against those plans.
* Demonstrate business value at Board or Director level in order to gain commitment. 3 Internal
* Interpret business issues and translate these into technology or people-based solutions.
* Analyse sales data to understand current sales performance and improve ongoing performance. * Verbally communicate precisely, effectively and with authority to both individuals and groups.
* Manage multiple tasks and conflicting priorities effectively.
* See tasks through to completion and within agreed timescales.
* Write clear, concise business English.
* Create concise, accurate and engaging presentations.
* Manage both your emotions, and the emotions of others.
Package:
An attractive package is offered including:

~ Competitive Salary
~ Commission
~25 days holiday (rising to 27 days with service)
~ Pension scheme
~ Private Healthcare
~ Life Assurance

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